How GHX Uses Gong to Cut Sales Ramp Time by 85%

GHX is a healthcare supply chain platform founded in 2000, with roughly 1,000 employees and a national sales team focused on serving community hospitals and SMB-segment health systems. The company’s ability to grow depends on reps who can quickly understand complex customer environments and align GHX’s capabilities to the executive priorities of hospital procurement teams.

Before Gong, GHX reps juggled multiple disconnected systems to capture and retrieve customer interaction data. Manual note-taking was the norm, and pulling together a coherent picture of an account required stitching information across platforms. New sales hires bore the brunt of this fragmentation—it typically took them three months just to become fluent in their assigned book of business. Coaching was equally ad hoc: managers lacked a systematic way to identify skill gaps or deliver precise, timely feedback.

GHX adopted the Gong Revenue AI Operating System to consolidate its sales workflows into a single, searchable source of truth. Gong’s Deal Monitor and Call Reviewer gave managers the ability to pinpoint exact moments in customer conversations where reps could improve. AI Briefer let specialists and leaders share relevant call snippets instantly, keeping distributed teams aligned without the overhead of manual summaries. The full call library became an onboarding resource that new reps could access from day one.

The results reset GHX’s baseline expectations for sales performance. Onboarding time fell from three months to as few as two weeks—an 85% reduction in new-hire ramp time. Talk time in discovery calls dropped from around 80% to roughly 60%, creating more space for customers to speak and enabling reps to surface genuine priorities rather than driving monologues. Team meetings and one-on-ones are now anchored to specific call moments rather than general impressions, making coaching tangible and actionable.

GHX sees Gong as a permanent fixture of its sales operating model rather than a point solution. As the SMB team continues to scale across new territories, the platform’s ability to deliver consistent onboarding experiences and data-driven coaching positions GHX to grow its community hospital footprint without a proportional increase in management overhead. The company is actively exploring expanded use of the platform to drive further efficiency across its sales motion.